CIB Group Services LLC

The best B2B sales career…that you've likely never considered: commercial insurance broker. 10 reasons why you should choose commercial insurance broking: 1. Uncapped, high six-figure income potential. Your earnings can grow to $250K, $500K, even $1M or more. Because you earn residual commissions. On every client. Every year. 2. Consultative, trusted advisor B2B Sales. Your clients are CEOs, CFOs, and business owners. You consult with them to understand their business and risk management needs, then propose solutions. You become a respected, trusted client advisor. As essential as their lawyer and accountant. You provide an important, big-ticket service and invaluable consulting advice. If you want to sell something important to important people -- this is it. 3. Residual Commissions from Repeat Sales. Commercial insurance programs renew every 12 months. So your income rises as you stockpile residual commissions when your clients renew. Residuals are the compound interest formula that lead to growing your net worth. 4. Relationship Sales. You'll enjoy the long-term satisfaction that comes from developing strong ongoing relationships with your clients. Many of your clients become your friends. And, after cold prospecting in the beginning, you'll find most of your clients through networking and referrals. 5. Stable Industry. The insurance business is much more resistant than most to normal economic cycles. Because every business always needs insurance to cover their exposures and risks. Insurance demand will forever remain rock solid. 6. A Satisfying and Rewarding Long-Term Career. You will learn a profession and gain knowledge and skills that will place you in demand. As a top producer, you will never be without work. This is a lifetime professional B2B sales career. 7. Business insurance sales is much different than other insurance sales. Your prospects and clients are business people, CEOs and business owners. They need insurance and your advice. You are a consultant to them. You will not be selling home/auto/life insurance to friends and family. 8. Great Work Culture. You can choose to be an employee of a professional firm in a local, community-active and entrepreneurial organization. Without the bureaucracy, politics, and hassles of large corporations. Or if a huge corporation is your preference, you can work for a mega-broker. 9. Build Your Own Business – Inside a Business. You will build your own book of business. You decide the types of businesses and people that you want as your clients. You get to do the best part of having your own business -- client development. Without a financial investment or management headaches. All the support structure is already built for you. 10. Work/Life Balance. Your clients are local. You can build your career where you live and work. So you can be home every night if that's important to you. #sales #b2bsales #insurance

On LinkedIn: “I work in the field of renewable energy and sustainability”. What you really do: sell solar panels door-to-door. #insurance #insuranceindustry #sales

The CIB New Producer Failure Chronicles. Compiled a spreadsheet of the ~150 failed CIB new producer placements (since 2006) with a primary cause of failure. Synthesized the data into major categories: WHY new producers failed. Here’s a recap of the 7 categories from the past 2 weeks’ posts: #1: Call Reluctance/Prospecting Issues #2: Lack of Work Ethic #3: Agency Environment/Support Deficiencies #4: Personal/External Factors #5: Role Misfit/Unsuitability #6: Performance/Production Issues #7: Career Change/Industry Switch #insurance #insuranceindustry #sales

The CIB New Producer Failure Chronicles. Compiled a spreadsheet of the ~150 failed CIB new producer placements (since 2006) with a primary cause of failure. Synthesized the data into major categories: WHY new producers failed. Today, #7: Career Change/Industry Switch. New producers who left the insurance industry to pursue careers in other fields that aligned more with their interests or skills. Lessons learned: The hardest failures are when a new producer is doing well and making steady progress toward successfully validating...but decides that this career just isn't for them. Not sure what you can do to prevent these. #insurance #insuranceindustry #sales

The CIB New Producer Failure Chronicles. Compiled a spreadsheet of the ~150 failed CIB new producer placements (since 2006) with a primary cause of failure. Synthesized the data into major categories: WHY new producers failed. Today, #6: Performance/Production Issues. Producers who did not meet production goals or the sales expectations to be able to successfully validate. Lessons learned: When production milestones on the path to successful validation are repeatedly missed, it comes down to painful economics for the agency and the producer. #insurance #insuranceindustry #sales

The CIB New Producer Failure Chronicles. Compiled a spreadsheet of the ~150 failed CIB new producer placements (since 2006) with a primary cause of failure. Synthesized the data into major categories: WHY new producers failed. Today, #5: Role Misfit/Unsuitability. Individuals who turned out to be poorly suited for the producer role due to personal characteristics (like immaturity or being uncoachable) or they struggled to adjust to the long, consultative, full cycle sales environment. Lessons learned: Pre-hire, to the extent that you can, make sure a prospective new producer understands and is prepared for the reality of what they're getting into: the prospecting grinder, the high level of rejection, the long, challenging sales environment, and how hard it can be to get a prospect to fire their current agent. #insurance #insuranceindustry #sales

The CIB New Producer Failure Chronicles. Compiled a spreadsheet of the ~150 failed CIB new producer placements (since 2006) with a primary cause of failure. Synthesized the data into major categories: WHY new producers failed. Today, #4: Personal/External Factors. Producers who left due to personal reasons, such as family or health issues, relocation, or other external circumstances beyond job performance. Lessons learned: Some failures are unpredictable. New producers can get seriously ill or even die. One thing you can do pre-hire is to make sure that your agency's location makes sense for a prospective new producer to live and work long-term. #insurance #insuranceindustry #sales

The CIB New Producer Failure Chronicles. Compiled a spreadsheet of the ~150 failed CIB new producer placements (since 2006) with a primary cause of failure. Synthesized the data into major categories: WHY new producers failed. Today, #3: Agency Environment/Support Deficiencies. Failures linked to poor agency environments, lack of a defined sales system, weak (or nonexistent) mentoring, dysfunctional management or insufficient producer support. Lessons learned: Make sure your agency is equipped to help a new producer succeed, i.e. that you have a sales system to win clients that you can teach them how to execute, including mentoring and active sales management. #insurance #insuranceindustry #sales

The CIB New Producer Failure Chronicles. Compiled a spreadsheet of the ~150 failed CIB new producer placements (since 2006) with a primary cause of failure. Synthesized the data into major categories: WHY new producers failed. Today, #2: Lack of Work Ethic. Those who lacked the grinder work ethic and didn't put in the hours needed to succeed. Lessons learned: Pre-hire, find people with a track record of working hard. Make sure a prospective new producer understands that this isn't a ham-n-egger 40-hour desk job. That in the early years, expect to work 50+ hours/week to become successful. After hire, encourage (insist) your new producers get started early in the morning to get a jump on their most important daily work, prospecting calls. #insurance #insuranceindustry #sales

The CIB New Producer Failure Chronicles. Compiled a spreadsheet of the ~150 failed CIB new producer placements (since 2006) with a primary cause of failure. Synthesized the data into major categories: WHY new producers failed. Today, #1: Call Reluctance/Prospecting Issues. Inability to cold call, prospect and generate appointments. The leading cause of new producers quitting or getting fired. Lessons learned: Pre-hire, use the SPQ*Gold prospecting sales call reluctance online assessment. After hire, teach your new producers your agency's most effective methods for opening prospect doors and generating appointments. Insist that your new producers time block daily for prospecting and hold them accountable for setting a minimum # (2+) of qualified new business appointments per week to build and sustain a solid pipeline. #insurance #insuranceindustry #sales